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Kevin Duane Bradford

Associate Professional Specialist

BIO

Kevin Bradford conducts research on developing understanding of significant issues within the marketing system and its relationship to society. This system can be viewed as consisting of three sets of actors – marketers, customers, and public policymakers. To this point his work has centered on all three; the marketing domain (e.g., salespeople, sales management, and the development of relationships), the customer domain (e.g., buyer-seller relationships), and public policy domain (e.g., firearm diversion, distribution channel capability, and responsibility). Kevin teaches courses to both MBAs and undergraduates in the areas of “personal selling and sales management” and “consumer and customer behavior". Kevin worked for IBM as a client representative for 5 years with major account management responsibilities and also worked in retail management for 5 years for a major national building materials retailer. Thus, Kevin’s work experience supports both his research and teaching interests. Kevin received an “Excellence in Sales Scholarship Award” from the American Marketing Association’s special interest group supporting research in the selling and sales management for a paper entitled “Personal Selling and Sales Management: A Relationship Marketing Perspective,” which appeared in the Journal of the Academy of Marketing Science (with B. Weitz). He also received the honorable mention award for the “Best Paper Contributing to Theory and Practice to Retail Marketing” from the Journal of Retailing for a paper entitled “Managing Conflict to Improve the Effectiveness of Retail Networks” (with B. Weitz and A. Stringfellow). Kevin received his B.A. from the University of Northern Iowa, his M.B.A. from the University of Notre Dame, and his Ph.D. from the University of Florida.

AREAS OF EXPERTISE

EDUCATION

TEACHING

  • Consumer and Industrial Buying Behavior
  • Sports Marketing
  • Strategic Marketing
  • Consumer Behavior
  • Business to Business Marketing
  • Strategic Marketing Management
  • Executive Sales Management

HOMEPAGE

PUBLICATIONS

"Countermarketing and Demarketing against Product Diversion: Research in the Firearm Industry," (with Gregory Gundlach, William L Wilkie), To appear in Journal of Public Policy and Marketing.

"Strategic Account Management: Conceptualilzing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts. ," (with Goutam N Challagalla, Gary K Hunter, William C Moncrief III), To appear in Journal of Personal Selling and Sales Management, 32, January (1st Quarter/Winter), 2012, 41-56.

"The Use of Scents to Influence Consumers: The Sense of Using Scents to Make Cents," (with Debra M Desrochers), To appear in Journal of Business Ethics, 90, July (3rd Quarter/Summer), 2009, 141-153.

"How Salesperson Job Satisfaction Affects Buyer-Seller Relationships: The Role of Supplier Commitment and Extra-Role Behavior," (with J. Michael Crant, Joan M Phillips), To appear in Journal of Marketing Theory and Practice, April (2nd Quarter/Spring), 2009, 391-402.

"Managing Conflict in Buyer-Seller Relationships," (with Barton A. Weitz),  Journal of Personal Selling and Sales Management, 29, January (1st Quarter/Winter), 2009, 25-39.

"Innovation in Buyer-Seller Relationships: The Role of Governance," (with Qiong Wang, Jun Xu, Barton A. Weitz), To appear in International Journal of Research in Marketing, 25, December, 2008, 109-118.

"Countermarketing in the Courts: The Case of Marketing Channels and Firearm Diversion," (with Gregory T. Gundlach, William L. Wilkie),  Journal of Public Policy and Marketing, 24, January (1st Quarter/Winter), 2005, 25-Jan.

"Managing Conflict to Improve the Effectiveness of Retail Networks," (with Barton A. Weitz, Anne Stringfellow),  Journal of Retailing, 80, April (2nd Quarter/Spring), 2004, 181-195.

"Personal Selling and Sales Management: A Relationship Marketing Perspective," (with Barton A Weitz),  Journal of the Academy of Marketing Science, 27, July (3rd Quarter/Summer), 1999, 241-254.

Book Articles and Chapters

Salesperson Effectiveness: A Behavioral Perspective, (with Barton A Weitz), ISBM handbook of Business to Business Marketing (January (1st Quarter/Winter)2012).

The Embedded Sales Force: Connecting Buying and Selling Organizations, (with Stephen Brown, Shankar Ganesan, Gary Hunter, Victor Onyemah, Robert Palmatier, Dominique Rouzies, Roseanne Spiro, Harish Sujan, Bart Weitz), Marketing Letters (March2010).

PRESENTATIONS

Kevin D Bradford, Consumer Culture Theory, University of Arizona, Tucson, Arizona, "Organizing public policy with consumers," (June14, 2013).

Kevin D Bradford, Consumer Culture and Theory, University of Arizona, Tucson, Arizona, "Firearms in America: A Historical Perspective of Consumption," (June13, 2013).

Kevin D Bradford, Radio Interview with Mike McConnell, WGN , "Interview on Manufacturers' distribution of firearms," (January31, 2013).

Kevin D Bradford, Opinion on CNN.Com, CNN.com, "Gunmakers, Help Keep Weapons out of Criminals’ Hands," (January30, 2013).

Kevin D Bradford, Interview on WNDU, WNDU Radio, "Television interview regarding manufacturers' distribution of guns," (January24, 2013).

Kevin D Bradford, Marketing's Contributions to Society Conference; University of Notre Dame, University of Notre Dame Marketing Department, University of Notre Dame, "Is the Gun Problem a Marketing Issue?" (March 2011).

Gregory Gundlach, Kevin D Bradford, William L Wilkie, Winter Educator’s Conference , American Marketing Association, Tampa, FL, "Violence and Marketing: Positive Intentions/Negative Externalities," (February 2009).

Kevin D Bradford, Barton A Weitz, Longmei Lui, Jun Xu, Erin Anderson Business to Business Conference, Wharton School of Business; University of Pennsylvania, Philadelphia, Pennsylvania, "An Exploration of Salespersons’ Internal Selling Behaviors and their Relationships with External Selling Success," (October 2008).

Kevin D Bradford, Barton A Weitz, Longmei Lui, Jun Xu, Erin Anderson Conference on Business To Business Marketing, Insead and Wharton, Wharton School of Business, Philadelphia, PA, "Salesperson’s Relationship Orientation and the Effective Management of Buyer Seller Relationships," (October 2008).

Kevin D Bradford, J. Michael Crant, Joan M Phillips, Sharing Scholarship Series, University of Notre Dame, "The Relationship Between Salesperson Job Satisfaction and Performance: An Empirical Investigation of the Function of Extra Role Behavior," (October 2005).

Kevin D Bradford, Joan M Phillips, J. Michael Crant, Proseminar, College of Business at the University of Illinois, "The Relationship Between Salesperson Job Satisfaction and Performance: An Empirical Investigation of the Function of Extra Role Behavior," (May 2005).

Kevin D Bradford, William L Wilkie, Gregroy T. Gundlach, University of North Florida, University of North Florida, "Countermarketing and Demarketing Against Product Diversion: Forensic Research in the Firearm Industry," (January 2005).

Kevin D Bradford, American Marketing Association; Selling and Sales Management SIG Special Session, American Marketing Association, Boston, MA, "Contemporary Research in Sales - The Emerging Focus on Teams," (August 2004).

Kevin D Bradford, Sharing Scholarship Series; Marketing Department, University of Notre Dame, "Safeguarding Against the Diversion of Harmful Products: Experiences From the Firearm Industry," (October 2003).

Kevin D Bradford, Eli Jones, Proseminar, University of Houston, Houston, TX, "The Key Role of Tacit Knowledge in Buyer Seller Relationships: An Explorative Study," (September 2003).

Kevin D Bradford, Gregory T. Gundlach, Midwest Marketing Educators Conference, Ohio State University; Columbus, Ohio., "Safeguarding Distribution Channels Against Diversion: A Marketing Based Framework," (July 2003).

Kevin D Bradford, Gregory T. Gundlach, William L Wilkie, Marketing and Public Policy Conference, Washington D.C., "De-marketing and Counter-marketing Against Prohibited Customers: Experiences From the Firearm Industry," (June 2003).

Kevin D Bradford, Gregory T. Gundlach, Marketing Science Institute Conference on "Integrating Social Initiatives and Marketing Strategy", Marketing Science Institute, Boston University, "Safeguarding Against the Diversion of Harmful Products: Experiences From the Firearm Industry," (April 2003).

Kevin D Bradford, Gregory T. Gundlach, Winter Educators' Conference, American Marketing Association, Tampa, Fl, "An Analysis of the Distribution of Handguns: An Inter-Industry Comparison of Responsibility," (January 2002).

, Summer Educators' Conference, American Marketing Association , "Past, Present, and Future Directions in Selling and Sales Management: Perspectives from our SIG Award Winners," (August 2001).

Kevin D Bradford, Haring Symposium, Indiana University; Bloomington, "Managing Conflict to Improve the Effectiveness of Marketing Networks," (April 1998).

Kevin D Bradford, American Marketing Association Winter Educator's Conference, Orlando, Florida, "Conflict in Buyer Seller Relationships," (January 1998).

WORKING PAPERS

Barton A. Weitz, Jun Xu, Yongmei Liu, "An Exploration of Salespersons’ Internal Selling Behaviors and their Relationships with External Selling Success."

Brennan Davis, "An Investigation into Antecedents and Consequences of Deviant Consumption Behavior of Adolescent: A Socialization Perspective."

"An Investigation Into Firearms and Common Good: The Introduction to a Meaningful Discussion About Solutions."

Barton A. Weitz, Anne Stringfellow, "Building Buyer-Seller Relationships: The Effects of Learning Salesperson Learning Orientation in Innovation Development Activities."

Barton A. Weitz, Jun Xu, Yongmei Lui, "Investigation of Salesperson Relationship Orientation: An Investigative Study."

Bart Weitz, Jun Xu, Yongmei Liu, "Predispositions and Behaviors Affecting the Performance of Salespeople in Their Emerging Role as Relationship Managers."

Barton A. Weitz, "Salesperson Effectiveness: A Behavioral Perspective."

Barton A. Weitz, Jun Xu, Yongmei Liu, "Salesperson Relationship Orientation: Antecedents and Consequences."

Goutam Challagalla, Gary Hunter, William C. Moncrief , "Strategic Account Management: A Framework for Salesperson Effectiveness."

Jun Xu, "The Antecedents and Consequences of Customer Information Disclosure."

Barton A. Weitz, Anne Stringfellow, "The Effect of Knowledge and Conflict on Team Performance."